Are You Sabotaging Your “Cash” Conversations? Today on Raving Fan Radio with Melissa Ridson at 2pm on Contact Talk Radio find out if and how you might be sabotaging your sales conversations. [Show link to listen in live and get the recording later http://sharonsayler.com/raving-fan ]
On Raving Fan Radio, I’ll be sharing with Melissa and the Raving Fan audience some simple ways to build permission, safety and trust in your sales conversations without saying a word.
Below is a blog post I wrote for Melissa’s blog. In it I share three very simple techniques. Melissa and I will be going much deeper in our hour together.
In this unpredictable economic and skeptical environment, customers are more discerning and demanding. If you are a service professional, entrepreneur or subject matter expert whose expertise isn’t selling, it’s not always easy to convince clients that you are the right person for the job.
The most common challenge that I see experts face is that their emotions accelerate past those of the prospective customer. Whether it’s, “they like me, they really like me” or the sad realization that they are not going to buy, your anxiety can hijack the whole presentation. Anxiety is highly contagious. The prospect’s anxiety of being “sold” plays off of the sales person’s anxiety sending the entire conversation rapidly downhill.
For example, have you ever walked away from a sales conversation and felt uncomfortable? Most likely, what you were seeing, the non-verbal communication, didn’t match what you were hearing. If you are like most people, you will believe your eyes first. The dissonance between the verbal and nonverbal doesn’t always mean someone is lying. It can mean the “sales” person has anxiety about selling and it is showing up in their body language. We may not know what’s wrong, but we sense something isn’t right.
Is your anxiety acceleration giving your prospects cold feet?
There’s a simple solution, first, let’s reframe the word “sales.” A sale is the successful action of solving a client’s problem. Your only job is to follow and guide the client to make a decision. There are three specific nonverbal tips you can use to slow anxiety acceleration and gently and ethically motivate your client to make a decision.
Tip 1: Breathe Deep. Comfortable, low breathing is the main way to look intelligent and trustworthy. Anxiety makes us breathe rapidly. The message rapid breathing sends is one of anger or panic. The good news is you can reset anxiety acceleration with just a few slow, deep breaths. As a bonus, breathing fully fuels the brain with much needed oxygen. You will think and communicate clearly when your brain has the oxygen it needs.
Tip 2: Master the Silent Pause. The silent pause expresses confidence and trustworthiness. “Uhms” and “ahs” are both forms of verbal pauses. They are distracting. To add extra emphasis to a silent pause, add a hand gesture. Consider an open-palm hand gesture that faces upward. It sends a message of sharing and connection.
Tip 3: Actively Listen. Many people say they are great listeners, yet few really are. It takes conscious effort to maintain good listening. Pay attention for consistent themes and the accompanying emotional tone. Active listening hears the nuance of what is being said and not said. By following what customers say closely—and then analyzing their behavior, you will gain an understanding of the pace it takes to gain their trust and loyalty. Nonverbally, active listening is demonstrated through nodding or a slight tip of the head and eye contact. Remember, you have two ears and one mouth, so use them in that percentage.
The bottom line is your real feelings about selling, sales and money will be demonstrated in your body language. When you master the simple nonverbals of the Cash Conversation, you will master your destiny.
Listen to Melissa Ridson’s Raving Fan Radio at http://ctrhotspot.com/profile/RavingFanRadio 2pm today, February 12th to learn more.